Senior Vice President, Business Development

Join Points of Light and Change the World

 As the world’s largest organization dedicated to increasing volunteer service, Points of Light engages more than 3.8 million volunteers across 32 countries.

 Cast from the vision of one thousand points of light shared by its founder, President George H.W. Bush, in his 1989 inaugural address, Points of Light was founded in 1990 as an independent, nonpartisan, nonprofit organization to encourage and empower the spirit of service. The organization extends President Bush’s vision that “any definition of a successful life must include serving others.” Today, Points of Light continues to transcend politics and borders to inspire millions of individuals worldwide to take action. 

Join Us: Be part of a movement that changes lives and communities. Please read the position description below. For more information, visit pointsoflight.org. 

Salary: $145,000 - $180,000 annually

Reports to: Chief Marketing and Commercial Officer

Department: Corporate Programs

Location: Points of Light is a remote-first organization. Any U.S. location in the Eastern or Central time zone in a market with a major airport. Washington, DC preferred.

Position Summary: 

The Senior Vice President, Business Development is the senior operational leader of the Corporate Partnerships business development and sales function, responsible for the day-to-day leadership, execution, and performance of the organization’s mission-driven revenue engine.

This role owns the systems, structure, and cadence required to achieve and scale annual revenue targets. The SVP collaborates with the Chief Marketing and Commercial Officer to develop the fee for service corporate sales strategy and translates strategy into execution, ensures a disciplined and high-performing sales and fundraising operation, and builds the pipelines, processes, and talent required for long-term financial sustainability.

Working in close partnership with the Chief Marketing and Commercial Officer and Corporate Programs leaders, the SVP ensures that all sales efforts across fee-for-service, memberships, and events are aligned, data-driven, and delivering results. The SVP will collaborate closely with the Development team to help drive corporate philanthropic and foundation giving, but not outright own that responsibility.

We seek a passionate, dynamic leader who is committed to our mission and values and brings an entrepreneurial mindset to building and scaling our Corporate Programs function. The ideal candidate will have experience successfully establishing new sales teams and processes, be an excellent communicator, a systems thinker, and a collaborative leader who thrives in a fast-paced environment and is motivated by the opportunity to build a sustainable, high-performing revenue generating team.

Position Functions and Responsibilities Include:

Revenue Ownership & Performance Management

• • Own execution of the annual sales plan to achieve team revenue targets of $20M.
  • Manage performance across multiple revenue streams (fee-for-service, sponsorships, memberships, and events).
  • Monitor and address gaps in real time, reallocating resources to meet annual and quarterly revenue goals.
  • Ensure consistent attainment of individual and team revenue goals through defined performance metrics, portfolio expectations, and regular review cadence.
  • Collaborate with other leaders in the Corporate Programs division to strategize, plan, and execute customer acquisition, retention, and growth plans.
  • Maintain a highly strategic portfolio focused on mission-critical relationships and enterprise-level opportunities, prioritizing multi-year and cross-program partnerships. 
  • Lead and steward a portfolio size of $10-20M+ annually, inclusive of new business generation.

Strategy Execution & Organizational Alignment

• • Partner with Corporate Programs leaders to review, support, and help develop the Corporate Programs product portfolio. Translate strategic priorities into actionable revenue plans with clear segmentation, portfolio assignments, and defined pathways to goal.
  • Serve as a key thought partner to executive leadership, ensuring decisions are informed by data and pipeline reality.
  • In support of the Corporate Partnerships team, review and provide input on proposals, budgets, and pricing related to corporate partnerships. 

Pipeline Management, Forecasting & Reporting 

• • Own the day-to-day management of the revenue pipeline across corporate partnerships.
  • Ensure pipeline coverage (3x+) and enforce disciplined moves management, stage definitions, and next-step clarity across all portfolios. 
  • Oversee forecasting for current fiscal year performance and next fiscal year planning and pipeline development, ensuring forecasts are grounded in verified pipeline activity and conversion assumptions.
  • Establish and maintain clear operational cadence across the team by running regular team meetings and pipeline reviews.
  • With the Revenue Enablement staff, report on Corporate Programs performance in monthly financial health meetings and quarterly business reviews.
  • With the Revenue Enablement staff, build and institutionalize performance dashboards for pipeline health, activity levels, and conversion rates.
  • Conduct regular portfolio and pipeline reviews with team members to assess quality, progression, and alignment to goals, addressing gaps and reallocating focus as needed.

Team Leadership & Talent Development

• • Manage frontline sales leaders and revenue operations team.
  • Ensure all team members have clear goals and expectations, are equipped with tools and resources to succeed.
  • Hold regular strategy and performance meetings with direct reports.
  • Establish and enforce consistent management cadence, including portfolio reviews, performance tracking, and accountability to activity and revenue expectations.
  • Provide coaching, mentorship, and professional development to build a high-performing team.
  • Foster a culture that is accountable, collaborative, supportive, mission-aligned, and high-performing.

Cross-Functional Leadership

• • Serve as the senior operational liaison across departments, including Development, Marketing, Nonprofit Programs, Corporate Programs, and Finance. 
  • Ensure alignment and coordination to support sales and fundraising success. 
  • Facilitate collaboration across teams to deliver strong partner experiences.
  • Engage executive leadership (CDO, CMCO, CEO, Board) in high-level relationship management and prospecting.
  • Partner across the enterprise to identify opportunities for innovation, process improvement, and stronger ways of working, helping teams refine systems, reduce friction, address bottlenecks, and build more efficient, scalable approaches that support fundraising, partner experience, and mission delivery.

         Assigned Projects

• • Lead or support other projects assigned by the Chief Marketing and Commercial Officer.

Core Knowledge, Skills and Abilities: 

• • Enterprise Revenue Leadership: Proven ability to manage complex, multi-stream revenue portfolios.
  • Operational Excellence: Strong systems thinker who builds scalable processes.
  • Strategic Execution: Ability to translate vision into measurable outcomes.
  • Team Leadership: Experience building and leading high-performing teams.
  • Data-Driven Decision Making: Uses analytics and pipeline data to guide strategy.
  • Communication: Exceptional ability to articulate value and impact to stakeholders.

Requirements:

• • Bachelor’s degree 
  • 15+ years of progressive B2B sales/revenue leadership experience ideally selling services, solutions, memberships or other intangible offerings to large corporations, with demonstrated success in a national organization and securing multi-year, multi-million-dollar, corporate and foundation giving.
  • Proven track record managing teams responsible for $30M+ in annual revenue.
  • Experience leading and scaling development teams.
  • Demonstrated ability to operate at both strategic and operational levels.
  • Exceptional interpersonal and relationship-building skills. Ability to establish and maintain relationships with diverse individuals and groups.
  • Excellent proposal writing skills with the ability to articulate program offerings and opportunities.
  • Ability to drive results.
  • Strong time management, organizational skills, and detail-orientation. 
  • Proven analytical and problem-solving skills. 
  • Hands-on experience with one or more donor databases/software. Salesforce preferred.
  • Up to 40% of travel will be required, some international travel required.
  • Ability to create a welcoming work environment for all.

Culture and Values: Points of Light has a 35-year plus history that it seeks to honor, while looking toward the future as an innovative thought leader in the social sector. We have a fast-paced, collaborative environment. Our organization values innovation, dedication, teamwork and respectfulness. We enjoy thinking big, but also working hard to deliver our best work. Our team is solution-oriented, looking for someone who is always ready to deliver on ways to solve challenges, internally and with external partners.

What We Offer: Competitive compensation and excellent benefits including a robust PTO program: 18 days of PTO (increases to 20 days after three years of service) and 10 holidays; plus, we are closed December 25-January 1. Medical, dental and vision benefits offered, free life insurance, along with long-term and short-term disability, a 403(b) program with employer match, parental leave, and one day of volunteer time off per month.